Telstra and 3Com yesterday unveiled an ambitious plan to create their own dedicated channel to resell Internet and data services to small and medium businesses.
The companies claim the Internet reseller channel is worth up to $10 million in revenues, providing resellers with the opportunity for margins on bundled products, connections and access.
Around 1000 approved resellers will sell integrated digital Internet solutions based on Telstra's OnRamp ISDN connections and Big Pond Business access with 3Com modems and routers.
Gerhard Rumpff, 3Com Australia's managing director, said 3Com and Telstra will build its own channel from existing and new partners to support the initiative.
"This will only work if we create a distinctive partner channel," Rumpff said.
Rumpff said the new channel is an opportunity for resellers to offer Internet services and get away from the low-margin "box moving" business.
Telstra and 3Com - supported by partners Microsoft and Ericsson - will conduct a national roadshow from May until June in capital cities and major regional centres.